If you are a professional, high-quality commercial landlord, thetext below is not for you. You recognize the roles of variousplayers in commercial real estate transactions and understand howto create balanced transactions while treating all partiesfairly. Because of this, among other factors, you are likelyincredibly successful, your tenants and their advisors enjoy solidbusiness relationships with you, you are profitable, and you arehappy! To you I say "Thank you!"

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To those commercial landlords who completely misunderstand myrole as advisor, advocate, and representative only fortenants and other corporate occupants, to thoselandlords who dislike the fact that my sole objective is to protectthe interests of my clients, to those landlords who complain aboutpaying our commission and those who don't get that I don't work forthem...listen up! The term is "Tenant" Advisor, Tenant Rep,or Corporate Advisor, not landlord broker!

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The situation is simple and clear...MY FIRM DOES NOT REPRESENTYOU AND WILL NOT BE SWAYED BY YOU! You cannot get us to backdown from you or negotiate less aggressively on our clients' behalfby offering us commission bonuses, opportunities to represent yourproperties, relationship opportunities with you, or by threats ofdelayed payment schedules or reduced compensation. We'renot interested nor affected by any of that! While thosetactics may have worked on some of your weaker local croniesin the past, it won't work with us!

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Our job is to advise our clients and secure terms that favorthem...PERIOD! In fact, we are contractually obligated to dojust that! Unfortunately, that may mean that you will eitherhave to find a middle ground that is acceptable to you and ourclient, complete a transaction on terms that you may not prefer, orpass on the deal altogether. No matter which alternative youselect, we won't take it personally, we're just doing ourjob. And, please remember that if you do complete atransaction with our client, you will likely derive substantialbenefits. If you won't benefit by the deal, then don'tdo it. That's ok, you and our client will both findother transaction opportunities, and our feelings won't behurt.

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And, for those landlords who tell us they don't like paying ourcommission when we represent tenants, you should know that wealso don't like being paid by our transactional opponents. But, we didn't create the common practices that exist in mostmarkets. Until the commercial real estate market does acomplete "about-face", when tenants elect to pay their own realestate advisors, neither you nor we really have a choice. Youshould also be mindful that our compensation is not a marginthat is available to either make or break any deal...it is atransaction cost.

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You should know that before we first spoke with you, we advisedour client of our compensation requirements and the games certainlandlords play. And, in the interest of disclosure, we keepthem apprised of all conversations we have with landlords thatmight affect them, including issues concerning ourcompensation. Many tenants take a highly negative view oflandlords who don't treat tenant advisors in a manner that thosetenants find acceptable. Many tenants believe that alandlord will treat them in a manner similar to how thatlandlord treats the tenant's advisor. In more than afew instances, such actions by landlords have swayed tenantstoward, what they believed were, more professional andfair-minded landlords.

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Consider the fact that our client went to a great deal of effortto select and engage us, and has put its faith in us to advise andrepresent them, and to protect their interests. As such, weunderstand what they need to achieve and can guide you as to howyou can secure their tenancy. Please know that while we candisagree with your approach and your perspectives on our role, wecan still respect how you wish to conduct your business. Accordingly, please respect how our client and we elect to dobusiness, too.

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So, please save all of the rhetoric (we've heard it too manytimes before), spare me all of the emotional outbursts, put onyour big boy pants, get over yourself, talk to some of your moreprofessional landlord competitors who get what this business isreally about, and let's get on with the most important part of thetransaction...the reason we are involved together in the firstplace...making a deal between you and our client!

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Follow me at http://www.Twitter.com/RealStrat

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Visit Real Estate Strategies Corporation at www.RealStrat.com

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Check out the Executive's Guide to Understanding Corporate RealEstate Transactions at www.TheExecutivesGuides.com

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Where is Andrew Zezas?

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Copyright Real Estate StrategiesCorporation 2010: All Rights Reserved.

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